Tag Archive for: sales call

Episode #379: Preparing for the Big Meeting

/in , , /by

advancedsellinpodcastgraphicbootDoes your heart skip a beat when you get called into The Big Meeting?

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale dive into strategies to help you prepare when a client or prospect asks you to come in for a “we need to see you right away” discussion.

Are you in your head about what you assume the issue is?

Do you know how to set the context at the start of the meeting so you can maintain control of the conversation?

In this episode of The Advanced Selling Podcast, Bill and Bryan give you a checklist of best practices for managing stressful emergency meetings. Whether it’s good news because you’re in the final stage of winning a proposal, or it’s not-so-good news and there is an issue they’re calling about, you will be able to handle the conversation like a pro.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-21-379-BigMeeting.mp3″ title=”Episode #379: Preparing for the Big Meeting” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #378: Preparing Like a Pro

/1 Comment/in , , /by

advancedsellinpodcastgraphicbootAre you looking for an edge in your sales game? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale teach you a framework for preparation to knock your sales calls out of the park.

Do you focus on the process or the outcome?

Are you using the same verbiage with every audience or are you tweaking your message to match the situation?

In this episode of The Advanced Selling Podcast, Bill and Bryan help you master the fundamentals that lead to your success. Tune in to hear how beat sheets and Bill’s 10 minute P.I. Strategy will help you up your game right away. (The P.I. Strategy is so good even Bryan is stealing it).

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-18-378-PreparingPro.mp3″ title=”Episode #378: Preparing Like a Pro” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #377: Building Your Sales Six-Pack

/in , , /by

advancedsellinpodcastgraphicbootWho doesn’t want six-pack abs? In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale become your trainers in the gym as you develop your sales muscles.

Do you know how to tear down the resistance?

Are you constantly looking for new ways to build and nurture your platform? (Hint: If you’re not, you should be.)

In this episode of The Advanced Selling Podcast, Bill and Bryan will share the core components to building your “sales six-pack.” You’ll know exactly what to focus on to strengthen your sales muscles— and the good news is you can start right away.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-14-377-SalesSixPack.mp3″ title=”Episode #377: Building Your Sales Six-Pack” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #376: Building Your Life Muscles

/in , , /by

advancedsellinpodcastgraphicbootAre you looking for a little pick-me-up as you dive into Q2?  In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale give you a little extra shot of motivation as they talk about the “life muscles” you should be working to build.

Are you a lifelong learner?

Are you aware of the vibe you give off when you enter a meeting, conversation or new relationship?

In this episode of The Advanced Selling Podcast, Bill and Bryan focus on you, the person… not just you, the salesperson.  They give you a framework and six core muscles you can begin building right away.

Are you ready to hit the gym?

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-11-376-LifeMuscles.mp3″ title=”Episode #376: Building Your Life Muscles” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #375: Balance in the Sales Process

/in , , , /by

advancedsellinpodcastgraphicbootHow do you know when to be assertive and when to sit back? In today’s Mailbag Monday: Thursday edition, veteran sales trainers Bill Caskey and Bryan Neale answer a question from Jason about finding the right balance in a deal.

Are you violating the principles of abundance and detachment if you are assertive with your prospects?

How do you monitor your own self awareness each step of the way to keep yourself in check?

In this episode of The Advanced Selling Podcast, Bill and Bryan will help you ask the right questions to better understand your buying groups. Only then will you be able to know when to push forward or pull back, giving you the best chance to build a true relationship with your prospect.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-07-375-BalanceinSales.mp3″ title=”Episode #375: Balance in the Sales Process” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Episode #374: Preventing the “Hijacked” Sales Call

/in , , , /by

advancedsellinpodcastgraphicbootHow do you avoid the awkwardness of a lopsided meeting?  We’ve all been there— you and three people from your team show up to meet with one buyer. The vibe at the table feels clunky and unbalanced.

In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale help you structure a successful “three-headed meeting.”

What roles do you, the VP of Sales and anyone else play to help the meeting go smoothly?

How do you avoid losing control of your own sales call to technical jargon or poorly-timed data?

In this episode of The Advanced Selling Podcast, Bill and Bryan will teach you how to maintain your status as the ringleader. You’ll learn language to help everyone at the table know and communicate their role. Best of all, they will share best practices around using technicians in your sales call to your advantage. Don’t lose control of your meeting— this episode can help.

Also mentioned in this podcast:

[smart_track_player url=”http://traffic.libsyn.com/billcaskey01/16-04-04-374-HijackedSalesCall.mp3″ title=”Episode #374: Preventing the Hijacked Sales Call” artist=”The Advanced Selling Podcast” social=”true” social_twitter=”true” social_facebook=”true” social_linkedin=”true” social_email=”true”]

Sales Action And Running Prospect Meetings

/in /by

Whiteboard Wednesday returns to its roots this week with Bill (who’s actually in front of a whiteboard) discussing how to handle a sales call when there are many of them and only one of you. He gives you a simple technique that few use that will help you begin on the same page.

And Bryan Neale rants a little bit about his fat wallet (except for there’s no money in it….only receipts). The essence of this rant has to do with taking action.

Read more

The World’s Greatest Salesforce

/in /by

By Bryan Neale

On the eve of March 1st, it suddenly dawned on me that the world’s greatest sales force is once again in full force in their mission to dominate their market. Oreo’s sales people-take not. Archway sales support-time to step up. Keebler-all elves on deck………THE GIRLSCOUTS ARE HERE.

I believe the world’s greatest, most efficient sales force doesn’t use Salesforce.com, never makes PowerPoint presentations and can’t even find the power switch on a Blackberry. No, the Girl Scout’s do it the old fashioned way. They hit the street, use pure and honest techniques, find our pain and sweetly barter thousands of calories in exchange for even more thousands of dollars.

So what can we mature, seasoned, professional sales people learn from these Punky Brewster clones. More than you probably think:

1-Be Real, Don’t Fake It: I’ve yet to have a Girl Scout ask me transparent, contrived and often hokey rapport building questions. They never come to the door and say, “Hi Mr. Neale, how are the wife and kids?” when really all they want is a sale to meet their quota. No, they get right down to business. “I’m with the Girl Scout’s and we’re holding our annual cookie drive. Would you like to look at purchasing some to help us raise money for our programs?” The answer is irresistibly, YES.

2-Know Your Mission: The Girl Scouts do a terrific job of communicating what it is they do. They sell cookies to raise money for their programs. They give me the opportunity to participate in their learning/programs and get some of the world’s best cookies to go along.

3-USE leverage: Leverage is one of the most important concepts for a professional sales person to understand. It simply means making multiple sales contacts in one sitting. The Girl Scouts do this by placing themselves strategically in front of all entrances and exits in most metropolitan grocery stores. Hence one sales call puts them on front of thousands of shoppers who are already in the mood to spend money.

4-Referral Sources can make it Easy on You: Girl Scouts inevitably rely on their mom’s and dad’s work friends to propel their annual sales efforts. How many times have you received an e-mail at work…..”Just to let everyone know, my daughter Cutie Pie, is selling Girl Scout Cookies…..no pressure, but let me know if you’re interested.” What a brilliant strategy employed by these youngsters. I wonder what would happen if we were that pro-active soliciting referrals from our network.

I could go on, but you likely get the picture. So this spring, buy some cookies and pay attention to the sales process. You just might learn something. At worst, you pick up some killer cookies.

BN